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Understanding more about
lead generation

Operatix Inifinity3

wHAT IS lEAD gENERATION?

Lead generation has multiple definitions; some companies refer to lead generation as list building, where a lead is a line of contact for a certain person which may include contact details like their name, company, job title and email address. Other companies consider a lead as someone who has showed some level of intent and interest, or someone who has filled and submitted a form on their website. 

How Operatix defines lead generation.

For us, lead generation is the process of identifying decision makers within strategic accounts, industries or verticals, making a connection with them and ultimately setting up an initial sales engagement; ensuring the leads can be progressed further down the sales funnel.

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b2b lEAD gENERATION eXPERTS

With over 10-years’ experience of successful B2B lead generation within the SaaS industry, Operatix provides on-hand support and access to a wealth of knowledge, information, data, and expertise. Helping your business accelerate growth through meaningful campaigns and targeted lead generation.

Having supported over 500 vendors with developing and implementing lead generation strategies that see real results; we know the ins and outs of the market, buying centres, personas and challenges that decision makers in the IT industry face. 

 

Choosing Operatix as your lead generation partner gives you the power to address global, and local pipeline challenges through our team of native speakers, covering over 20 languages. 

hOW OUR PROCESS WORKS.

The process is simple: you tell us your pipeline objectives, and we build a plan to achieve them.

To get started, we’ll need to understand your target markets, ideal customer profile, your sales playbook, and overall message. For companies that don’t have a Sales Playbook in place, this needs to be tackled first to make sure the program will run effectively.

 

Once this is in place, we’ll start the account mapping and profiling to identify the right prospects with power and influence in your target accounts or verticals. Using this targeted data to apply account-based selling strategies through an omni-channel approach, delivering an agreed number of qualified leads and sales engagements every month – so you can progress these opportunities through your sales funnel. 

  

Choosing Operatix as your lead generation partner gives you the power to address global, and local pipeline challenges through our team of native speakers, covering over 20 languages. 

what to expect.

As part of our Lead Generation Program, you’ll have a dedicated team in place to ensure your campaign runs effectively. Operatix will work as an extension of your sales and marketing team to drive growth and ultimately deliver an efficient sales pipeline that accelerates your route to market. 

 

Over half of all sales engagements set up by our team progresses into a next step of the sales process. Meaning 5 in every 10 meetings will progress towards a POC, demo or pipeline opportunity. 

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Things to consider before starting a lead generation program

When choosing the right Lead Generation Program for your business, there are a few factors to consider:

1. Maturity in the market

Are you an established vendor that has some level of awareness in the market? Or are you a disruptive start-up that is testing strategies to determine which message resonates best with your target audience?

 

The stage your business is in will influence the best strategy and approach to take for your lead generation program.

2. CONVERSION RATES

Knowing your sales, pipeline, revenue objectives and conversion rates is essential. We’ll use this data to build a tailored plan bespoke to your business; giving you the right strategy and resources to fill your pipeline gap. 

 

On average, our clients see a 26x ROI with this approach. 

3. SALES & MARKETING ALIGNMENT

It is critical that your sales and marketing teams are aligned in the lead generation process. Transparency between departments is key; marketing is often the budget holder, but sales is the team that will progress your leads through the funnel. 

 

Having both teams on board and aligned will help to ensure your Lead Generation Program is a success. 

faqs

Our team works across multiple platforms to generate sales engagements for our clients. Depending on the client’s requirements there will be an element of marketing & sales automation added to a more manual process of reaching prospects through an omni-channel approach. 

The pricing structure of our Lead Generation program is dependent on the quantity of sales pipeline your organisation wants to generate. 

After outlining your pipeline objectives, the length of your sales cycle and your average deal value, we can recommend a program tailored specifically to your business to ensure your sales and marketing goals are achieved. Check out our Pipeline Calculator to learn more.

The Operatix team is global; with operations centres in Dallas, Texas – covering North America and LATAM; and our Headquarters in the UK – covering all European countries with their respective native language.

Our European branch works primarily in the regions that generate the most industry demand, including the UK, DACH, France, Nordics, Benelux, Spain and Italy. However, any location can be covered upon request.  

We have a team of over 200 staff members working across our three offices in Fleet, UK as well as Dallas and San Jose in the USA.

70% of our clients have internal SDR or BDR teams. The Operatix team works collaboratively with your internal sales and marketing departments to accelerate results, expand into new territories, push new solutions and business units, and work on a specific set of accounts that the internal team is struggling to penetrate.  

We provide exclusive support to B2B SaaS vendors that typically have long and complex sales cycles and a high average deal value. 

Our clients tend to operate within Cybersecurity, Big Data, IoT, Cloud, Virtualization, Storage, HR Tech,  Fintech and Mar Tech. We tailor our Lead Generation Program to objectives and requirements of every organisation we work with, making this service an ideal choice for businesses of all sizes – from large enterprises as well as emerging start-ups with exciting and disruptive technologies.

Our European office is located in Fleet, UK – just a 40-minute drive from London. In North America we have a sales office in San Jose, California, as well as an operations centre in Dallas, Texas. 

You can reach out to us on sales@operatix.net or click here to fill in a contact form. 

Start a Lead Generation Campaign with Operatix.

Lead Generation for B2B Software Companies
Lead Generation for B2B Software Companies
Lead Generation for B2B Software Companies
Lead Generation for B2B Software Companies
Lead Generation for B2B Software Companies
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Channel Transformation

Digital transformation is changing how companies buy and use business solutions, making vendors re-assess the capabilities of their channel ecosystem. With channel dynamics in constant flux, vendors need to be ready to cut ties with partners that don’t share their vision or have connections with the right B2B buyers.

 

Operatix has supported numerous vendors in their path to Channel transformation by assessing current partners and recruiting new partners that are more aligned with their new channel strategy. Once the right partners have been identified, Operatix built scalable outbound sales development programs that accelerated their routes to market.

Inbound Response Management

In a competitive industry like technology every lead counts. Operatix can help you maximize conversion from MQL to SQL and from lead to pipeline, increasing both your revenue and ROI on marketing activities.

Account Identification

Identifying the accounts that are more likely to buy from you is part of our expertise. We will research the market, identify verticals and industries that can benefit from your solution and set up qualified sales engagements for your teams to kick-off the sales process. 

Cold Prospecting

Our team will identify new sales opportunities within the strategic accounts that you haven’t been successful in penetrating through your sales & marketing efforts. By applying the ‘Challenger Sale’ methodology we use a tailored, multitouch approach to connect with prospects, generating qualified sales engagements for your team and ultimately increasing your pipeline.

Outbound Sales Development

Using a proactive outbound sales approach has been proven to be one of the most effective methods to engage with prospective customers. By applying the ‘Challenger Sale’ methodology we use a tailored, human approach to getting in touch with prospects to increase your qualified sales engagements and ultimately generate more pipeline.

Outbound Sales Development

Using a proactive outbound sales approach has been proven to be one of the most effective methods to engage with prospective customers. By applying the ‘Challenger Sale’ methodology we use a tailored, human approach to getting in touch with prospects to increase your qualified sales engagements and ultimately generate more pipeline.

Partner Concierge Service

Our Partner Concierge Service helps vendors accelerate their channel programs, by engaging and nurturing channel partners and supporting them to get to revenue quicker.

Demand Generation

Whether you need to implement a demand generation strategy or get more results out of your existing demand gen engine, Operatix can work alongside your marketing team to yield better results out of your demand generation programs.

Account-based Marketing

An Account-based Marketing strategy is only as successful as the revenue it generates. At Operatix we will support your 1:1, 1:few or 1:many approach to get your team in front of decision makers in the accounts that matter the most to you. 

Lead Qualification

If your marketing leads aren’t converting, it might be a lead qualification issue. Operatix can help sieve through leads that need further qualification, so they are ready for an AE or sales team member to engage with.

Account-based Selling

At Operatix we will support your 1:1, 1:few or 1:many approach to get your team in front of decision makers in the accounts that matter the most to you. 

Pipeline Generation

Generating Pipeline for our clients is our key-objective. And we do that by using a multi-touch, multi-channel approach to generate qualified sales engagements for our customers’ sales teams.   

Account Intelligence / Deep Dive

Understanding buying centres, hierarchies and relevant personas in strategic accounts is a fundamental step to increase conversion rates. By leveraging account intelligence in a sales conversation your team can tailor their message and provide value to their prospective customer. But sales & marketing teams often struggle to dedicate time and resources to do the deep research and this is where Operatix can help.

DMID – Decision Maker Identification

Finding quality data is an on-going challenge for B2B Tech vendors. The accuracy of data platforms is questionable and that is why Operatix developed a manual process to identify & verify contact details for decision makers within strategic target accounts.

Playbook design

Operatix can develop Sales Playbooks that enable teams to sell more effectively. Your Playbook will be fundamental to get your messaging right, accurately position your solution against competitors, and adapt the communication of your value proposition to different buyer personas.

Recorded Testimonial: RXVantage

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Recorded Testimonial: Qualys

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Recorded Testimonial: Incorta

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Sales Playbook Development

Operatix can develop Sales Playbooks that enable teams to sell more effectively. Your Playbook will be fundamental to implementing the correct messaging, accurately position your solution against competitors, and adapting the communication of your value proposition to different buyer personas.

Lead Qualification

If your leads aren’t converting, it might be a lead qualification issue. Operatix can help filter through leads that need further qualification, ensuring that they’re ready for an AE or sales team member to engage with and progress through the funnel. 

Partner Portal / Marketing Concierge Service

Vendors often spend thousands of dollars building multifunctional Partner Portals to help channel partners educate their teams, manage opportunities, and create marketing programs. Still, these portals are often underutilized due to lack of bandwidth and capacity from vendors to offer support in enabling their partner community. Operatix, through their Partner Development team, can support your partners to make the best use out of your partner portal, managing the relationship with your partners and helping them set up co-marketing campaigns to drive more revenue for both businesses. 

Marketing & Sales Alignment

The sales development function is often seen as the “glue” that brings sales & marketing teams together. By working as an extension of your teams, Operatix will be your predictable source of pipeline, sales & revenue.

Optimization of MDF

Market Development Funds are an important component of any channel ecosystem, though vendors believe they are not maximizing the return on investment they should be getting from their MDF programs. At Operatix, we build scalable outbound sales development programs that will give you the visibility of return over the invested spend and will provide clear value for your channel partners.

Increase Partner Productivity

The 80/20 rule is still very applicable to the channel, which means that investing in partner productivity should be a priority for vendors looking to grow their businesses. Operatix can increase partner productivity and shorten sales cycles, by identifying ready to engage sales opportunities for your most valued channel partners.

Virtual Channel Account managers

Our VCAM team is responsible for building, maintaining, and managing sound relationships with current and prospective channel partners. They can get involved in opening up new sales conversations as well as closing small businesses up to $ 10k.

Tier 1 & Tier 2 Activation

Whether your business decided for a Tier 1 or Tier 2 distribution model, Operatix can help your channel partners get to revenue quicker. By providing qualified sales engagements to your channel partners we can accelerate your route to market with tangible and easily measurable results.

Solution Selling Training

Far too often vendors insist on enabling their channel partners to talk about features and technical details of their solutions. Customers don’t buy features; they buy the benefits your solution can bring. Operatix will work with your partner community to train them in articulating your message from a high-level business perspective, enabling them to talk to prospects about the value your solution can bring to their company from a board-level perspective.

Channel Enablement

Enabling your channel partners have measurable wins for your business when done right. Operatix has a proven track record in enabling channel partners from a sales & marketing perspective, providing them the knowledge and tools to successfully pitch your solution and sell the value & benefits of it. 

Partner Recruitment

Recruiting the right Channel Partners is the first step for a successful channel program. Operatix has helped over 350 B2B Software vendors recruit suitable channel partners across EMEA and North America, supporting them to scale and expand their presence in different geographies and verticals. 

Risk/Reward Business Model

To truly work as an extension of our client’s sales & marketing teams, we have also adapted our business models to show how our clients operate, and how their success is measured. With our risk/reward business model your investment is proportional to the results our team delivers.

Sales Qualified Leads

On average, 52.5% of the sales engagements set up by our team progress into a next step in the sale process. That means that 5 out of 10 meetings will progress either into a POC, a Demo or a pipeline opportunity.

Geographical Scale

Trading in different geographical markets not only requires a knowledge of the native language, local rules & policies, but a deeper understanding of the local culture and habits. We have the ability to deliver campaigns in multiple countries with flexible resource allocation. This is through our team of international speakers, who have the ability to sell in 17 different languages across the globe.

Increase Revenue & Decrease Cost

Building an internal sales development team comes with many additional costs and challenges that aren’t always taken into account: recruiting resources, training and enabling them etc. You also need to take into account the need for having the data and tools to make them successful, which in turn requires time, capital and effort. By outsourcing your sales development to Operatix you will see your revenue increasing, while decreasing costs and business risk.

Predictable Pipeline Generation

On average, our clients see a 26X ROI on the programs we deliver. By understanding your revenue targets and sales pipeline gap, we will work on a sales & marketing plan that will deliver tangible results.

Vertical Growth

Entering new industries or launching new product lines? Operatix can accelerate your growth by supporting your go-to-market strategy, and getting your sales teams in front of decision makers in key target accounts.

Reduce Headcount

By outsourcing your sales development and partner programs to Operatix; we reduce headcount and the challenges that come with managing people, technologies, and processes. We take care of your sales development, so you can focus on what matters the most: growing your business.

Revenue Acceleration

Operatix helps your business get to revenue quicker. By providing qualified sales engagements for your direct sales team (to kick-off new sales cycles), or by accelerating the growth of your channel partners, our focus remains on delivering tangible results for your business. 

Persona-based Selling

Operatix team will design specifically tailored messages to influence the different levels of decision makers in the sales process, tailoring the communication according to each job function. Our focus is to sell the value of your solution from a business perspective, not its features.    

Recorded Testimonial: Bitglass

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